Winning: The Patriots Way
The channel should take some pages from the playbook of the Super Bowl LI champions....
06
Feb 2017
Strategy
02
Feb 2017
Directionless Creativity Only Goes So Far
Selling solutions is about more than vending a hodgepodge of products; it’s about pulling those products together in a purposeful way to produce desired business outcomes....
23
Jan 2017
Getting to the Root of Why Channel Problems Happen
To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
19
Jan 2017
The ‘Real’ Cloud Conversation to Have With Partners
The message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses more efficient, agile, and competitive....
16
Jan 2017
Getting Partners to See Beyond Paychecks
With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
09
Jan 2017
Rethinking Certifications as Primary Education
In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
12
Dec 2016
Show, Don’t Tell, Cloud Future
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
30
Nov 2016
Setting and Resetting Partner Expectations
It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
15
Nov 2016
Increased Business Risks Opening New Automation, Security Opportunities
Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
27
Oct 2016
Microsoft, PC Vendors Putting ‘Premium’ Back Into PCs
The PC is alive and well, and Microsoft’s latest offering might just make these ‘lowly’ devices profitable once again....
19
Oct 2016
Help Partners Know Their Customers Better
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
29
Sep 2016
Sales, Not Technology, Is Your Partners’ Problem
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....